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LEARN [ Blog ]
Our desire is to bring insightful concepts that can be pragmatically applied.
These blog posts are almost entirely based upon real client conversations.
Thus, we're sharing the real perspectives CEOs and other senior execs are employing to break through growth plateaus and capture as much upside as possible.
We hope you enjoy these musings. But even more, we hope you apply them in your business.
Do you need to fix your leaky bucket problem?
No amount of sales will make up for a leaky bucket. How leaky is yours? 🟨🟨🟨 BENCHMARKS 🟨🟨🟨 Among the many different sources the...
Mar 211 min read
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Concepts + Practices + Tools = Success
3 questions some of the most senior revenue leaders still can't tell me... [1 min read time] 🟥🟥🟥 QUESTIONS 🟥🟥🟥 For your existing...
Mar 131 min read
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5 NON-NEGOTIABLE'S for every quota-carrying individual
5 NON-NEGOTIABLE'S for every quota-carrying individual. Tough love & just shooting straight ... Applicable for both new logo sales reps...
Mar 71 min read
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7 Pragmatic AI Use Cases for Customer Success + Account Mgmt
7 AI use cases - in Customer Success / Acct Mgmt -- Effectiveness & Efficiency We've already implemented these within our client base...
Mar 51 min read
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No One Wants Another Product
No one wants another product. This includes your newly AI-powered SaaS whizzbang. What do they want...? ⬜⬜⬜ WHAT CLIENTS WANT ⬜⬜⬜ They...
Jan 201 min read
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Poor client retention? Anemic client expansion revenue? 7 Reasons to watch this 4 min video
(1) Underscoring one of the most common root causes (2) A conceptual framework directing post-sales efforts (3) A pragmatic tool to...
Nov 4, 20241 min read
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Q4 is here... Let's go
Q4 is here. For those tracking behind ambitious annual goals: it's time to see what we're made of. 🟥🟥🟥🟥🟥🟥🟥 I don't want to hear...
Oct 7, 20241 min read
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Budget Planning For 2025
6 ways you'll grow revenue in 2025: → so fundamental, → yet few will provide → this view to align their org 🟥🟥🟥🟥🟥 Budgeting isn't...
Oct 7, 20241 min read
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Post-Sales Commercial Motion
There's an epidemic in B2B tech impacting revenue. Take 3 min to understand 4 of the elements ... ...required to cure the problem. 🟨🟨🟨...
Sep 30, 20241 min read
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Operating Partners - Part 2
Your org's #execution isn't stellar? That's common. Solving it is uncommon. How might you fix this? I dive deeply into execution, and how...
Jul 30, 20241 min read
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Operating Partners - Part 1
The words 'strategy' or 'being strategic' are thrown around so often as to be nearly meaningless. I discussed this (and more) during my...
Jul 23, 20241 min read
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You Need Revenue? You Need Profit? The Employee is The Atomic Unit Driving Both. Your People Deserve More
You say things like "our #People are our greatest asset" And then... ...you make all of these moves: → Pay them at 'at market' (or below)...
May 3, 20241 min read
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You Have a Complex Revenue Machine, It Needs To Be Engineered + Optimized To Break Through REVENUE PLATEAUS and to identify PROFIT OPPORTUNITIES
One of the most valuable yet overlooked roles to any #Revenue team (and thus any business at-large) is... ....#RevOps. Rev Ops is not...
May 2, 20241 min read
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Year 4 Helping Ambitious Execs & Orgs Solve Complex Challenges Across REVENUE - PROFIT - PEOPLE by Refining Strategy + Execution
4 years ago today, I launched this business. Over the weekend a client sent me this email: _________________ Hey Zito, Just wanted to say...
May 1, 20242 min read
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Cutting Your Marketing Budget To Save Money Is Like Stopping Your Watch To Save Time
Cutting your B2B #Marketing budget? Expect to be cutting your #Revenue growth. Several studies consistently show that B2B buyers are more...
Apr 29, 20241 min read
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What Does It Feel Like To Be Wrong?
What does it feel like to be wrong? It feels exactly like being right (up until the moment... ...you realize you're wrong) It's only then...
Apr 25, 20241 min read
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The #1 Factor Differentiating Winning B2B Players From Their Competitors
What one thing most separates winning sellers & vendors? Research* of over 700 B2B transactions... ... asked the buyers in each...
Apr 23, 20241 min read
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Can you 10X Revenue From Existing Clients? FORMULA + SCORECARD
"How do you 10X revenue from a single client in less than 2 years?" ($1M to $11M) I asked this... ...of a client while discussing recent...
Apr 22, 20242 min read
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3 Sales Basics Still Stunting REVENUE GROWTH in Mature Orgs
$10's Million on the table. Happening in many orgs. #Revenue covers all sins. But when it plateaus... ....I'm brought in and... ...a...
Apr 17, 20242 min read
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Looking for 4 More CEOs to Include in my Q2 Growth Strategy (x)formation Program
A pragmatic, methodical approach to planning growth in #Revenue, #Profit and ultimately #Valuation. It exists. → It's not a magic wand. →...
Apr 15, 20241 min read
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